TEST BANK for The Mind and Heart of the Negotiator 7th Edition by Thompson Leigh. ISBN 9780135198667, ISBN-13: 9780135641262. -TABLE OF CONTENTS_ PART 1: NEGOTIATION ESSENTIALS 1. Negotiation: The Mind and the Heart 2. Preparation: What to Do Before Negotiation 3. Distributive Negotiation: Claiming...
,The Mind and Heart of the Negotiator, 7e (Thompson)
Chapter 1 Negotiation: The Mind and The Heart
1.1 Multiple-Choice Questions
1) Anytime you cannot get what you want without the cooperation of others, you are negotiating.
In simple terms, negotiation is best described as:
A) a contest of wills between opposing parties
B) an interpersonal decision-making process necessary whenever people cannot achieve their
objectives single-handedly
C) a third-party mediation
D) the process of compromise so as to instigate conflict, with one side coming out the victor
Answer: B
Page Ref: 1
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
2) Negotiators need to be effective in terms of maximizing all areas of potential value at the
bargaining table. In virtually any negotiation, two things are at stake: economic value and:
A) personal reputation
B) a person's ego
C) relationships and trust
D) money and scarce resources
Answer: C
Page Ref: 2
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
3) Within organizations, people are increasingly interdependent both laterally and hierarchically.
When negotiators are described as being interdependent, that means those people need to know
how to:
A) integrate their interests and work across functional areas
B) have similar incentive structures
C) be self-sufficient and self-focused
D) develop different norms of communication
Answer: A
Page Ref: 5
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
,4) Regarding some of the major shortcomings that negotiators struggle to overcome, "lose-lose"
negotiation occurs when negotiators:
A) settle for too little by making concessions that are too small
B) both parties make unwise sacrifices and fail to recognize and exploit opportunities for mutual
gain
C) accept all terms offered by the counterparty
D) do not sign a binding contract
Answer: B
Page Ref: 4
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
5) Negotiators often struggle with several shortcomings that trap them into achieving less than
optimal negotiation outcomes. When a negotiator rejects a proposal that is demonstrably better
than any other option available, the negotiator is being trapped by:
A) the agreement bias
B) the winner's curse
C) hubris
D) settling for too little
Answer: C
Page Ref: 7
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
6) In negotiation it is important to optimize one's strategies by attempting to achieve as much as
possible. Regarding this aspirational outlook, Nobel Laureate Herb Simon distinguished
optimizing from satisficing. Satisficing is best defined as:
A) helping other people
B) negotiating a slice of the pie that is much larger than your original aspirations
C) doing just enough to reach one's minimum goals
D) setting high aspirations
Answer: C
Page Ref: 2
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
7) When we delve into managers' theories about negotiation, we often find that they operate with
faulty beliefs. Which of the following is a myth that negotiators often hold about negotiation?
A) Whatever is good for one party must be good for the counterparty
B) A good negotiator should always approach a counterparty as if they were of equal status
C) Good negotiators play it safe and do not take risks
D) Good negotiators rely on intuition
Answer: D
Page Ref: 10
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
, 8) Negotiation is a mixed-motive enterprise, which refers to the fact that parties:
A) manage both economic and psychological dimensions
B) have incentives to cooperate as well as compete
C) use both deliberate thought and intuition
D) balance rewards and costs
Answer: B
Page Ref: 9
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
9) Improving your skills in your pursuit to become a successful negotiator depends on:
A) learning how to "outsmart" the counterparty
B) taking advantage of the counterparty's lack of preparation
C) seeking feedback, analysis, and focused practice
D) always letting the other party share their interests first
Answer: C
Page Ref: 8
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
10) A key reason why business people need negotiation skills is due to the increased
specialization of skills. This skill specialization increases the need for negotiators to understand
the motivations behind another's behavior because:
A) people are less dependent on each other for project success
B) people are becoming less competitive with one another in the workplace
C) people are more dependent on each other in the workplace
D) managers must customize incentive and punishment structures for all employees
Answer: C
Page Ref: 5
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
11) Information technology provides special opportunities and challenges for negotiators. One of
the main challenges for negotiators is:
A) disposing of old equipment
B) training employees in new software programs
C) troubleshooting system security issues
D) working in a culture of 24/7 availability
Answer: D
Page Ref: 5
AACSB: Interpersonal relations and teamwork
Difficulty: Moderate
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